About the Role

Oracle is a vast organisation offering products and services that cover the entire technology stack.  With size comes complexity, and this is where the Deal Manager is in their element - taking the lead in bringing all the pieces together and navigating the deal team through to a successful close.  The Deal Manager is responsible for the end to end contracting process for the largest and most complex or strategic deals in the region.  They use their commercial and contractual expertise and knowledge of Oracle policies and processes to place these deals in the best position of closing, and achieving the right outcome for both Oracle and our customers.  They are an expert at stakeholder management, tracking multiple threads of activities, and are comfortable using their influencing and communication skills to get everyone on the same page and working collaboratively towards the deal close plan.  As the deals we work on are often ground breaking and the first of their kind in the region, the Deal Manager is comfortable working in unknown territory, and coming up with workable solutions to new problems never before encountered.

The Responsibilities

the responsibilities of this role include the following:

- Provide dedicated support and lead the virtual deal team for assigned deal(s) hosting regular cadence calls, project managing tasks/actions and leading the deal to a successful conclusion

- Work proactively with Sales and functional stakeholders, (i.e. Deal Specialist, RevRec, Finance, Legal, Oracle Finance, Business Practices, Migrations, Order Management, etc.) to develop a realistic close plan, including identifying key milestones, anticipating potential issues and identifying resolutions

- Weekly management reporting on deal status, real time visibility into deal plans, issues, & sales participation Provide advice to Sales by identifying applicable Oracle policies as they relate to specific contract terms, advising Sales on the appropriate contract terminology for the deal

- Articulate to Sales the rationale behind Oracle policy and contract terms to assist them with Customer negotiations. Know when to defer to functional stakeholders during Customer negotiations

- Advise Sales on the appropriate terminology to include in approval requests to ensure that the contract term requests are clear and unambiguous; allowing Oracle approvers to make informed decisions and Deal Specialists to successfully and efficiently draft the final contract 

- Facilitate internal discussions amongst functional stakeholders to reach practical business solutions to complex contracting issues, and provide such functional stakeholders with any contract documents necessary to ensure a thorough evaluation of issues 

- Collaborate with and provide guidance to the Deal Specialists responsible for drafting the deal(s) Complex deal drafting under the guidance of legal where terms go outside the usual playbook

- Complete final review of the contract documents to ensure that all contract terms have been appropriately approved by Oracle and the contract reflects all negotiated commitments before releasing the contract to Sales

- Proactively manage the Deal Plan, facilitating involvement and commitment from all parties until the contracting process has concluded

- Other responsibilities as may be deemed appropriate by Oracle management

 

Your Experience

- Project managing skills of hosting and driving discussions with multiple stakeholders to achieve the desired outcome

- Excellent written, verbal, interpersonal, and communication skills 

- Outstanding organizational and time management skills

- Strong coaching and influencing skills

- Leadership and decision making abilities 

- Prior experience in tech industry preferred 

- Graduates with BA/BS degree 

- Over 8+ years relevant experience 

Processes and invoices customer orders in accordance with agreed contracts. Monitors contract and business terms to mitigate Oracle's risk.

As a member of Contract Management you will assist customers, both internal and external, with license contract interpretation, negotiations and administration of licensing agreements including extensions, new business, invoicing, credit holds, receivable issues and consolidations. Draft and negotiate standard and non-standard contracts. Act as a liaison between consultants, Credit, License, Tax, Business Practices, Revenue accounting, and customers to resolve contractual and consulting business issues. Validate all aspects of contract packages for accuracy and compliance with Oracle's Business Practices and Consulting Business Approvals/Process while maintaining customer satisfaction and responsiveness. Submit contract order packages to Revenue accounting for order processing and project funding. Anticipate problems and initiate actions to ensure customer orders are processed efficiently. Prepare contract status reports.

Job duties are varied and complex utilizing independent judgment. May have project lead role. Excellent written, verbal, interpersonal, and analytical communication skills. Organized, detail oriented, and time management skills. Experience drafting and negotiating complex commercial, federal, state, and/or local government contracts. Ability to work effectively under time critical deadlines. Working knowledge of FAR/DFARS. Proficient in Email, MS Word and Excel. Knowledge of Oracle policies and procedures desired. 5 year experience in contracts, purchasing, or equivalent. BA/BS degree, Paralegal Certification or equivalent years of experience. Prior experience in high tech industry preferred.